Sales Shop Report Writing

Utilizing Trial Closes

Definition of a Trial Close:

A question designed to obtain feedback from the client on the information the manager is presenting. It is frequently a close ended question, and assists the manager in preparing for the close.

Samples of a Trial Close Question:

 How does that sound?  Do you think this will work for you?  Is the full service spa something that appeals to you?  Would the onsite restaurant be of interest for your attendees?  The pool is open until 11 PM. Does that sound like it will work for you?  Do you like the idea of a 24 hour business center?

When to use Trial Closes:

The manager should use throughout the call when presenting. It's also a great skill to use to help lead into a Close.

Other Points to Keep in Mind for Presentation Section

 Presentation of the hotel should occur before quoting pricing so the customer is sold and can perceive the hotel's price value. before they hear the price.

 When selling food service, an enticing description of a sample menu item should be provided before quoting the price. The manager should also take time to sell the service levels and quality of food that is offered.

 Presentation should specifically address what is important to the customer.

 The presentation should be detailed and interesting. Features should be presented in an enticing manner, not just “listed”.

 Painting a picture of the hotel using adjectives and descriptive words helps make the presentation more interesting.

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